Case Histories

SHA Unifies Stakeholders

Client Challenges

• Client image and profile among managed care decision makers was very low overall.

• This prevented account managers from accessing higher-level plan decision makers (medical director and quality care managers) who could influence formulary and medical policy.

• Client wanted to improve relationships with payers by fostering a business partnership that was seen as mutually beneficial.

SHA Solutions

• Developed an omni-channel offering that provided timely and relevant information that tied crucial payer business issues with the manufacturer’s product portfolio.

• Focused specifically on topics related to the management of chronic diseases, such as benefit-design strategies, adherence, disease management, patient safety, and marketplace issues and trends.

• Coordinated selection of the initiative’s steering committee and faculty, which comprised representatives from more than 50 key managed care organizations.

• Addressed issues related to the “business of healthcare” through multiple offerings, including symposia, leave behinds, white papers, and slide decks.

• Included a web portal that housed downloadable resources and tools regarding various facets of chronic-disease management.

Client Outcomes

• Manufacturer experienced a significant increase in its overall profile, providing account managers with greater access to medical and pharmacy directors across key managed care plans and integrated delivery networks.

• The initiative enabled account managers to improve product contracting versus competitors during tight negotiations for crowded therapeutic categories.

• In a survey of managed care plans, their ranking among pharmaceutical companies jumped from number 18 prior to the initiative to number 3 after 1 year.

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